Lead and grow a mid-market commercial sales team as a player/coach: carry quota, close new business, coach AEs, own pipeline health and forecasting, run deal reviews, and collaborate cross-functionally to scale the commercial motion.
AppZen is the leader in autonomous spend-to-pay software. Its patented artificial intelligence accurately and efficiently processes information from thousands of data sources so that organizations can better understand enterprise spend at scale to make smarter business decisions. It seamlessly integrates with existing accounts payable, expense, and card workflows to read, understand, and make real-time decisions based on your unique spend profile, leading to faster processing times and fewer instances of fraud or wasteful spend. Global enterprises, including one-third of the Fortune 500, use AppZen’s invoice, expense, and card transaction solutions to replace manual finance processes and accelerate the speed and agility of their businesses.
At AppZen, we value candidates who are actively using AI tools to enhance productivity, automate repetitive tasks, and solve problems more efficiently. Across all roles, we are looking for team members who leverage AI in meaningful ways to drive impact in their work.
To learn more, visit us at www.appzen.com.
AppZen is looking for a Commercial Manager to lead and grow our mid-market sales team. This is a player/coach role — you'll carry a quota and close deals while managing and developing a team of commercial account executives. You'll report directly to sales leadership and play a critical part in scaling AppZen's commercial motion.
What You'll Do:
- Carry a personal quota and close new business within the mid-market segment
- Manage, coach, and develop a team of commercial account executives
- Own pipeline health, forecast accuracy, and team quota attainment
- Run structured 1:1s, deal reviews, and call coaching sessions
- Partner with SDRs, marketing, and revenue operations to drive pipeline
- Collaborate with sales leadership on territory design, comp planning, and hiring
- Represent the commercial segment in cross-functional GTM discussions
What We're Looking For:
- 5+ years of B2B SaaS sales experience, with at least 2 years managing a sales team
- Proven quota attainment as both an individual contributor and a people manager
- Experience selling into mid-market accounts (~$50M–$1B in revenue)
- Strong coaching skills — ability to diagnose deal risk and develop reps
- Familiarity with a structured sales methodology (MEDDIC, MEDDPICC, Challenger, or equivalent)
- Proficiency with Salesforce and common sales engagement tools
Nice to Have:
- Background in fintech, spend management, ERP, or AP automation
- Experience selling to finance buyers (CFO, Controller, VP Finance)
- Experience scaling a commercial segment at a high-growth SaaS company
Compensation & Benefits:
- OTE: $180,000–$200,000 (50/50 base/variable split)
- Equity
- Medical, dental, and vision coverage
- 401(k)
- Flexible PTO
We are an equal opportunity employer and value diversity. All employment is decided on the basis of qualifications, merit and business need.
You can find our Privacy Notice linked on the bottom of our appzen.com website.
AppZen San Jose, California, USA Office
6201 America Center Dr, San Jose, CA, United States, 95002
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